6/26/2025-Did your competitor have a good Q2?

Do you think ALL of the companies that received money from your clients in Q2 nailed it?

Of course not.

Many of them botched something or another with your target accounts. In fact, right this second, one of your buyers is ticked off at one of their vendors…YOUR competitor.

It’d be a shame if you didn’t try to capitalize on that opportunity.

Whether you do formal QBRs with your key clients or not, use the end of Q2 to survey them and uncover the truth about who is performing strongly and who has mud all over their faces.

Today, practice how you’ll get your buyers to open up and share insights about your competition.

Write these two questions down:

1. "Hey, who’s nailing it for you these days?"

2. "So, which vendor killed it for you in Q2?"

The next opportunity you get, start with one of those two questions because asking "Who messed up for you this quarter?" won’t get them talking.

Your job isn’t to persecute your competition, it’s to gain insights and get your buyers to crack the door open with intel. The door never opens on its own.

It is natural to feel a bit lazy this time of the year…summer has that effect on most people.

But success in sales requires mental stamina as much as physical energy. Don’t worry, you’re gonna get your break…your summer vacay is coming soon.

But as you find yourself locked in on the important Q4 selling season, don’t waste an opportunity to use Q2 as a lever to learn how your running customers are buying from others.

Buyers will tell you lots of stuff…but only if you ask! One of the priveledges of working hard to break business is that you get the chance to learn more insights and scoop once you’ve converted your prospects to clients.

Learn as much as you can about the weak links that are getting revenue from your customers – and then carefully use the insights to bolster your strategic position.

If you’re bold enough, you might even get to the point where you come out and say, "So why don’t you just move that money over to me?"

There are many paths you can make to ink a deal.

Sometimes, you move them down the funnel perfectly; other times, you close a deal because another vendor screwed up and you’re next in line.

Don’t wait to be next in line…position yourself next in line.

In this TED Talk, "Don’t Believe Everything You Think," Lauren Weinstein encourages you to keep your mind open to various business moves and approaches.